How to be a Great Sales Manager
I am the greatest.
You’ve seen me list the differences between the two roles here.
| Management Thoughts | Sales Thoughts |
|---|---|
| I'm building a team | Let me do my thing |
| I need to know the details of my people's work | I don't have much interest in the details, I want results |
| It's best if I'm respected | It's best if I'm liked |
| I use confrontation as a tool for development | I try to avoid confrontation to get to results |
| I make decisions based on what's best for the team | I make decisions based on what's in my own best interest |
| I delegate, to build competence | I do it myself, to get it done |
| I plan, in writing | I know what I need to do |
| I study my employees, because they are my major accounts | I study my prospects, because they are my major accounts |
| I want long term recognition and job satisfaction | I want recognition and a bonus check as soon as possible |
| Policies and procedures are interpreted for good of the team | Policies and procedures are interpreted for my own good |
Hidden in the list is the key to great sales managers. They prioritize team over the individual.
Look at the table in scribble form.
Note what isn’t there on the management side.
Sales tactics, techniques, or history of sales success.
Yet, when interviewing sales people about what makes a great sales manager, there is an emphasis on “having been there, done that.”
One of my lifelong friends is one of the most talented sales people I’ve ever met. Year after year, he consistently performs better than his peers. And he’s done it for decades across multiple industries. He’s always felt that he could be a better manager than whoever he is working for. Myself included. One day I got a call from him asking for my recommendation in a new job he applied for. A sales management job. I went over and above his request and basically threatened the interviewer with bodily harm if he didn’t give my friend the job.
Fast forward six months. We’re sitting at the bar, enjoying a barley pop and I ask how things are going.
“Greg,” he says, “I hate to admit this, but I just took a job with another company.”
I’m shocked. “Why?”
“I have a nut to make and my team missed my bonus for the first quarter. I can’t do this if they don’t step up and, truthfully, I don’t see them doing what needs to be done. So I owe it to my family to find a sales position where I can make commission.”
He’s upset as he tells me about this, but I get it. Relying on other people to make your mortgage payment takes a certain personality.
Today I’m going to watch Bill Belichick, possibly the greatest football coach ever, try to win the Super Bowl. His playing career? Wesleyan University. No honors. Anecdotal for sure, but if you’re looking to become a great sales manager, don’t let your lack of previous sales production hold you back.
Focus on building a high performance team.
Good stuff.